{"id":10339,"date":"2022-05-20T15:39:59","date_gmt":"2022-05-20T22:39:59","guid":{"rendered":"https:\/\/dubb.com\/blog\/?p=10339"},"modified":"2022-06-20T15:47:50","modified_gmt":"2022-06-20T22:47:50","slug":"sales-prospecting-101-replace-text-with-video","status":"publish","type":"post","link":"https:\/\/dubb.com\/blog\/sales-prospecting-101-replace-text-with-video\/","title":{"rendered":"Sales Prospecting 101: Replace Text with Video"},"content":{"rendered":"

Here\u2019s the transcript from this episode of RevShow by Dubb.<\/p>\n

\n

So the most important thing I can say today about the current sales landscape is
\nan evolution towards asynchronous prerecorded
\ncontent being the absolute decider in the buyer’s decision.
\nSo what I mean by that is, in the old days, with the old antiquated
\ntraditional cold call calls following up, chasing people down,
\nall that nonsense, that’s pretty much going the way of the dodo.
\nWe are so excited to talk to you today about the benefit method
\nand the benefits of but before we get to that,
\nthe ultimate problem that most people in sales are suffering from
\nis not making a connection. What I mean by that is not
\nstirring up interest, not getting replies, and then ultimately not
\ndriving the sales that they want to. So an important question that you should
\nask yourself is, are you building trust? Are you
\ncreating relationships with the people that are in your prospect list?
\nBecause if you’re not, chances are you’re not going to achieve your sales goals.
\nThe problem here is what we like to call the hunt. And the problem with
\nthe hunt is that it’s completely rooted in following up, but not
\nin the positive way. Here’s a short film that we made called the follow up
\nthat I think shows this idea in a really funny way,
\nstarring this guy.
\nOh, hey, Ali, how are you? Listen, I called you about 20 times earlier
\nand I haven’t heard back from you. Did you see our products that we do?
\nThey’re really amazing. Are you just in buying? Oh, hey,
\nso I’d recommend the latte back there is really good. By the way, did you
\nget the 47 voicemails I just left you? I’m just really super excited to sell
\nyou this stuff.
\nOh, hey, Ally. How are you doing? What are the chances that you’re in here?
\nListen, did you get one of my 47 voicemails I sent you? I haven’t heard
\nback from you yet. Hey, can we stop and get ice cream? Ice cream?
\nDo you like ice cream?
\nThat’s wrong. And I can’t close the sale.
\nI cannot close the sale. I don’t know what’s going on. It just sucks.
\nHave you downloaded check
\nit out in the app store? Dub.
\nD-U-B-B. That’s right, dub.
\nAnd the key to remember here is when you’re looking at a product
\nor service, sometimes you get caught in the glow of the lights of
\nthe features and what it does, and all of that is important,
\nbut the features and the services are just the beginning point
\nof illuminating what the benefits are to you as the
\nbuyer. That’s what you’ve got to convey as a salesperson, not what
\nthe AC switch does in the car. It’s what the eventual
\nfeeling of the AC does for the person in the vehicle and what that
\ncreates. That’s what it’s all about. So within the benefit method, it’s all about
\nthe benefit to the end userbuyer
\nin the car. It’s not about the AC. Knob that you’re turning in that feature.
\nIt’s about what does that feature do to the person buying that vehicle?
\nIt keeps me cool on a warm summer day, right? And the heat keeps you
\nwarm on a cold winter day, if that’s where you’re located.
\nBut that’s what it’s about, remembering the big picture of what the benefits are to
\nthat buyer. So the benefit method is all about conveying
\nthe ultimate value to the person that’s buying. It’s about telling
\nthem how can they make money? It’s about how can they save money,
\nit’s how can they increase their productivity and ultimately gain
\nmore happiness? Because at the end of the day, that is what we’re all trying
\nto buy. So gone are the days when we follow up, just to follow
\nup. Now it’s about providing additional value. And that is
\nthe benefit method. So here’s a really interesting story that we can tell about this.
\nA lot of people come to us because they simply did not use their CRM.
\nAnd what’s so interesting is what they tell us is that they never truly
\nunderstood the benefits of the CRM that they were using. They only
\nsaw it as a micromanagement tool, never as a sales enablement
\ntool. And it’s always inspiring to us to show how the Dub sales
\noperating system helps people record videos, create connections, and ultimately
\nget conversions. And this is the classic benefits, not features.
\nBenefits, not features. Benefits,
\nnot features. Thank you. And that is the benefit method.
\nLet’s talk about now the presentation. And what you have
\nto be in today’s environment is that you need to present
\nlike a Broadway show. I’ll repeat that you need to present like
\na Broadway show. Here’s my jazz hand. Right? There we go. A little song,
\nlittle dance. But you want to have the ability to tell that story in
\nan engaging, entertainment way. That’s what people want. They want to hear
\na story that is just pulling them in. So think about that. And what
\nwe mean by a Broadway show for your sales effort is to provide so
\nmuch delight, to tell stories that captivates people,
\nand ultimately to get your customers to want to buy from
\nyou. Not because you’re pushing them, but rather because you’re pulling them in.
\nOne of our best examples on how to use video to delight is none other
\nthan Tesla. What Tesla does is that they build features that
\ngive massive benefits, but also that are just there to delight
\npeople. Like the karaoke function, the built in games,
\nand even the Tesla that dances. Some of those videos garner
\nmillions and millions of views on YouTube. And they are solely there to delight
\nus. And guess what? It sells. We are delighted.
\nAnd what are they doing? They’re putting on a show. The reality of the situation
\nis that to use video to delight your prospects does not
\nrequire any special technology at all. In fact, we’ve built
\nan entire platform on such easy to use tech so that
\nyou and your sales team can start recording videos that convert.
\nSo the first thing you want to do to get things started is click on
\nthe button below sign up for dub. Once you do that, grab the
\nDub mobile app from the Play Store or the App Store, and you get the
\nGmail and LinkedIn integration. Get the Dub Chrome extension. So the first thing
\nthat you’re going to want to do is to set up a simple call to
\naction. This is a link to your website. It’s a video reply. It’s a form
\nfill. It’s a link to your calendar or anything else that you’d like to do.
\nThe second thing that you’ll want to do is to record a video. This can
\nbe from your phone, from your webcam, or from your screen, if you
\nhave something visual that you want to show. Once you’ve recorded the video,
\nthe video landing page gets automatically created.
\nHere is what the video landing page looks like. Now, think about that for a
\nsecond. We recorded a video. We created a video landing page
\nthat has a direct call to action on it. This, my friends, is the
\nultimate sales conversion vehicle that is so
\neasy to use. So one of my favorite features on the Dub platform
\nis the video reply feature, which allows you to send a video to
\nsomeone with a simple call to action so that they can respond to you
\nwith video. So by now, hopefully you understand the value of
\nthe benefit method, which is providing value and benefits
\nto your prospects. The key here is using video.
\nIt doesn’t stop at the videos that we create. We have to have videos of
\nsocial proof. And what I mean by this is video testimonials case studies
\nand demos of other people using your product or service. And one
\nof the best calls to action that you can use is called the
\nReply with Video button. So, for instance, if you have someone out there
\nthat’s bought your product or service, they want to put you over the moon in
\nterms of their review about what you’ve done. All you do is say,
\nplease hit the Reply with Video button below, send me your testimonial
\nback. And then as soon as they do that, you can add that to your
\ncase study page, which is easily built out for double. And the value of
\ncapturing a video like that is that you can build a new video landing page
\nwith that video, or you can add that video to a playlist so that when
\nyou send a personalized video to someone, the video that will follow is a
\ntestimonial video, and nothing will convert better than that.
\nWhat Ruben just mentioned is monumentally important. When you make a video,
\nthe next video that plays in your playlist is one of
\nthe most powerful videos you can create, because that next
\nvideo that’s coming is going to be so special. And you can
\nhint to that in the first video that you send. Check out this next video.
\nRight? And another benefit of the dub platform is to be able to
\ncreate a showcase page. And a showcase page is a number of
\nvideos that live on that page that ultimately help you
\nget more conversions. So your sales Broadway show should answer
\nthree questions that your buyers have. So number one is what
\nit does. Number two, how it works.
\nNumber three, why they need it, and number four, who else
\nuses it? If your Broadway show can answer these four questions,
\nyou are going to see your conversions skyrocket, because that’s what
\nyour buyers are thinking about. And that is the benefit method. Chances are,
\nby now you’ve seen the power of video on the ecommerce sites that you’re
\nalready using. For example, if you go to the Amazon homepage,
\nyou’ll start to see live and prerecorded videos of influencers
\nthat are selling products. This is an example of how consumers
\nneed to see social proof. They need to see and feel what it
\nwould be like if they own that product. And that is what drives conversions.
\nWe invite you to get a free trial on Dub to see how you can
\nempower your sales department to sell like Amazon.
\nSo, thank you for watching this episode of Rev Show. We invite
\nyou to grab a free trial to dub by clicking below. You can also check
\nout the Dubout YouTube channel and subscribe there for more videos
\njust like this one we’ll see in the next episode. So, thank you for
\nwatching this video. If you got value out of this video, we encourage
\nyou to subscribe to the Rev Show Dubb’s YouTube channel.
\nOh, the Rev Show. No, I’m looking
\nhere, but you’re looking here. And the microphone
\nis like this. I welcome to Lazy Eye Productions,
\nwhere we’re for Lazy Eyes, which talking
\nlike this, mass each other. And I said
\nthe rep shows.<\/p>\n<\/blockquote>\n<\/div><\/div><\/div><\/div><\/div>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":21,"featured_media":10341,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[104],"tags":[1122,792,1381,399,211,292,514,1366,634],"class_list":["post-10339","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales","tag-b2b-sales-outreach","tag-book-sales","tag-digital-sales","tag-sales-and-marketing","tag-sales-for-video","tag-sales-funnel-optimization","tag-sales-growth","tag-sales-marketing-software","tag-sales-prospecting"],"yoast_head":"\nSales Prospecting 101: Replace Text with Video<\/title>\n<meta name=\"description\" content=\"Sales Prospecting 101 - We are discussing new ways to connect with prospects on a more personal level with the power of video.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/dubb.com\/blog\/sales-prospecting-101-replace-text-with-video\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Prospecting 101: Replace Text with Video\" \/>\n<meta property=\"og:description\" content=\"Sales Prospecting 101 - 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